Services Marketing and Product Management

Winning
With

Services
&
Support

Boston Product Managers Association
November 19, 2009

Sam Klaidman, Principal Adviser
Middlesex Consulting
Sam@middlesexconsulting.com
508.877.1924
@SKlaidman
© 2009 Middlesex Consulting
All Rights Reserved

Tonight s agenda:

  Are you missing revenue opportunities?
  How service marketing is different from product
marketing - and how are they similar
 Issues associated with integrating product and
service marketing
  Organizational
  Business
 Who's doing it - hardware and software businesses

All Rights Reserved

Ted
Levi5

Marke&ng
Intangible
Products
and
Product
Intangibles,
Harvard
Business

Review,
reprint
81306

Marketing is concerned
with getting and keeping
customers
But PM s can t really succeed without active partnering
with Services
All Rights Reserved

50K foot view ---> Underlying Assumption for Tonight

There are 2 reasons to integrate Product &
Services Marketing:
1.  Protect or enhance the value of the product
business
2.  Create a new growth business within the
corporation

Tonight we will only discuss #1

All Rights Reserved

WIIFM
(What’s
In
It
For
Me?)

  What % of your business comes from new customers, repeat customers
and customer referrals & recommendations?
  Can you survive and grow without repeat and referral business?
 What inﬂuences repeat business more - product, price or service and
support?
 Are you measured (and compensated) on total product line revenue (and/
or proﬁt) or only product?
  How did you make out in the last 2 years?
  Wish you had an annuity stream?

All Rights Reserved

Impact of Support on Loyalty

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What
Makes
Services
Diﬀerent?

 The buyer purchases an intangible
 It's difﬁcult to compare the quality of similar
services
 Goods are produced, services are performed
 The service may be based on the reputation of
a single person
 The buyer cannot return the service
 Very easy to create a new product

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Services
Vs.
Product
MarkeIng

(the
p s)

Products Services
Product ✔ ✔
Price ✔ ✔
Place ✔ ✔
Promotion ✔ ✔
People ✔
Physical Evidence ✔
Process ✔

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5
Fatal
Flaws
of
Service
MarkeIng

1.  Philosophy: Marketing is marketing (it isn t!)
2.  Structure: The wrong folks in charge or no
one in charge
3.  Pricing: By the pound, not by value
4.  Product Development: Created in the
conference room, not in the ﬁeld
5.  Portfolio Management: Mostly a bag of
commodities, little differentiation

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Basic
Services
MarkeIng
Roles

 Warranty terms (although it may
be the Product Managers job)
 T&M Rates and Policies
 Contracts
 Types

 Price

 Unique
Selling
ProposiIon

 Cross-selling/upselling - who & when?
 Key Account Policies
 Collateral & Trade Show Support
 Training Product Sales Force

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Key
Services
MarkeIng
Metrics

 Revenues - Can grow as much as 30% per year
 Proﬁts - Services GM frequently 50% better than
products
 Attachment rate - % product orders with services
sold at time of sale
 Penetration rate - % installed base (excluding
warranty) under contract
 Renewal rate - % expiring contracts renewed
 Customer satisfaction by service product - from
loyalty surveys

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Combined
Product
&
Service
Metrics

 % product orders from
existing customers (repeat
orders)
 % new orders resulting from referrals
from existing customers
 % of reference customers
 % revenue and proﬁts from services

© 2009 MiddlesexConsulting All Rights
Reserved

OrganizaIonal
Issues
For
PM s
Associated
with
IntegraIng

Products
and
Services
MarkeIng

  Ever try to initiate a high impact change?
  Were you successful or disappointed? Why?
  Is this a good time to stick your hand up and try something new?
  Lets talk about doing it anyway
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AcIons
to
Drive
Service
Revenue
-‐
A
Team
Eﬀort

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Focusing
on
Services
May
be
a
Big
Change
-‐

3
Cases

Company Stage Challenge Beneﬁt
1.  Start-up Bigger ﬁsh to fry Avoid problems
down the road
2.  Growing with Hard trying to Works best if
integrated separate product don’t use factory
sales force lines based selling
3.  Well Bigger than 1 PM Really great
established - can implement opportunity but
independent not for tonight
divisions

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It
Takes
Change
Management

 Pre-sign up key players in effected departments

 Sales  Finance  Service
 Marcoms  HR  Marketing

 Collect baseline ﬁnancial and operational performance
data
 Create Sales training collateral for either Product or
Services Sales people
 Survey/interview early customers

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Business
Issues
to
Plan
to
Address

  Service organization maturity

  Ready to serve
  Customer satisfaction & loyalty
  Transition from free to fee
  Pricing & discounting
  Obstacles to selling services

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Ready
to
Serve?

 Does the Service organization have the
capacity? People, time, leadership
  Will their budget be OK?
  Can they train the people as needed?
  Will they be ready with information?
  Does everyone believe?

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Customer
SaIsfacIon
&
Loyalty

  Does the organization survey customers for
sat. & loyalty feedback?
  How do they use they results?
  What % of customers would deﬁnitely
recommend the service organization? NPS?
Good enough?

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Other
Challenges

 Transition From Free to Fee - Will you
now charge for something that was
free?
 Pricing & Discounting - Prices must be
based on customer s received (and
perceived) value
 Obstacles to Selling Services - Sales &
Service people feel you are ripping off
the customer

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Who's
Doing
It?

Some software company examples - 2008

Name Total Revenue Service % Service Margin
Revenue
PTC $941,279,000 68.5% 57.4%
Pegasystems $161,949,000 68.5% 41.2%

Oracle $22,430,000,000 66.5% 66.6%
SAP $14,957,000,000 64.0% 68.2%
Progress Software $493,500,000 62.1% 77.6%
Adobe $3,157,881,000 4.4% 39.4%
Median (100 public $93,108,000 54.4% 56.7%
companies)

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Who's
Doing
It?
-‐
HP
-‐
FY
2008

  Total HP revenue $118.4B
  HP Service revenue $22.39B (18.9%)
  HP Service excludes services associated with:
  PC s
  Printers and document
  Servers
  IT Solutions
  Financial Services

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Professional
Services
  Financing
  New lab design
  Product Inspection Services
  Validation & Compliance Services
  Implementation & Project Management
  Software Services
  LIMS Migration
  Data Management Solutions
  Laboratory Productivity Services
 Benchmarking
Metrics

 Lab
Management
Workshops

  Educational Services
  Asset Management Services
  Multi-vendor Services

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Resources

Expertise Name URL
Software Service Association of Support Asponline.com
Benchmarks Professionals

Service Sales & Hahn Consulting Hahnconsulting.com
Marketing Training
Service Marketing MiddlesexConsulting Middlesexconsulting.com
Planning &
Implementation

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Services Marketing and Product Management

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